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Accelerants: Twelve Strategies to Sell Faster, Close Deals Faster, and Grow Your Business Faster
“Many sales processes don’t work anymore––period. But companies don’t know exactly what’s not working, or why, or what needs fixing. What’s worse, many companies are in denial that their processes are broken and will not support what they need to do going forward.”
Today it's tougher than ever for sales, marketing, and business development organizations to keep improving their revenue and profits. Potential clients want to see salespeople less and less, real decision makers hide behind skilled gatekeepers, and even when you actually reach them, they have impossibly short attention spans. Sales and closing cycles get longer, margins get thinner, and customers keep raising the bar – demanding more value, cheaper prices, and better service.
Michael Boylan's Accelerants offers a powerful solution to these impediments to growth. Giving business leaders the tools to diagnose what is hindering revenue growth, Boylan first identifies twelve constraints that apply consistent downward pressure on companies, making them less efficient, effective, and profitable. He then prescribes the Accelerant Principles—twelve field-proven tools Boylan has perfected over twenty years that can help any organization overcome, minimize, or dissolve the constraints to business growth.
Together, the Accelerant principles offer a cohesive framework that can help any business:
target new revenue opportunities more effectively connect with the real decision makers faster craft more persuasive value propositions deliver better pitches, in less time weed out prospects who are "just kicking the tires" shorten closing cycles by up to 25 percent You’ll read how a magazine start-up used the Accelerant Principles to create such a compelling value proposition that advertisers were competing with each other to participate. And how a large multinational technology firm employed these techniques to meet with top executives from day one and close unprecedented deals faster than they thought possible.
With ideas that are relevant, timely, and applicable, Accelerants provides a program that will foster empowerment, cohesion, and clarity of purpose within any sales, marketing, or business development organization.
Today it's tougher than ever for sales, marketing, and business development organizations to keep improving their revenue and profits. Potential clients want to see salespeople less and less, real decision makers hide behind skilled gatekeepers, and even when you actually reach them, they have impossibly short attention spans. Sales and closing cycles get longer, margins get thinner, and customers keep raising the bar – demanding more value, cheaper prices, and better service.
Michael Boylan's Accelerants offers a powerful solution to these impediments to growth. Giving business leaders the tools to diagnose what is hindering revenue growth, Boylan first identifies twelve constraints that apply consistent downward pressure on companies, making them less efficient, effective, and profitable. He then prescribes the Accelerant Principles—twelve field-proven tools Boylan has perfected over twenty years that can help any organization overcome, minimize, or dissolve the constraints to business growth.
Together, the Accelerant principles offer a cohesive framework that can help any business:
target new revenue opportunities more effectively connect with the real decision makers faster craft more persuasive value propositions deliver better pitches, in less time weed out prospects who are "just kicking the tires" shorten closing cycles by up to 25 percent You’ll read how a magazine start-up used the Accelerant Principles to create such a compelling value proposition that advertisers were competing with each other to participate. And how a large multinational technology firm employed these techniques to meet with top executives from day one and close unprecedented deals faster than they thought possible.
With ideas that are relevant, timely, and applicable, Accelerants provides a program that will foster empowerment, cohesion, and clarity of purpose within any sales, marketing, or business development organization.
240 pages, Hardcover
First published December 28, 2006
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Displaying 1 - 3 of 3 reviews
September 3, 2018
A handful of good concepts, particularly in the constraints and techniques to address them. The content was wrapped in too many trademarked catchy labels for my taste though.
January 22, 2013
Most useless sales books fall short in correctly adressing the real business challenges sales organizations face in today's business environments, some others are a collection of useless blabber about "surefire" sales techniques or strategies guaranteed to perfect your sales skills, closing rates or value delivery, while others simply are too outdated to be of any use.
This book is a curious case not falling in any of those categories,and let me state clearly why: this book is a 214 page-long pitch intended to convince you that the author's own consulting services business really knows their stuff and the challenges any B2B sales organization face and how his company can be of great help for any midsize or large corporation to overcome them.
The author certainly has a very sharp understanding onto what it really takes to grow your business quick and in a sustainable way, and how to overcome the real limitations in today's business landscape preventing your sales growth; the first section of the book is all about explaining in a very concise and insightful way which are the true constraints preventing you to sell more, faster and more profitable, why it has become increasingly difficult to access real decision makers on prospects and client organizations, demonstrate the value your offerings, products and services bring to the table and why most traditional consultive selling approaches are getting just too outdated. This much is a valuable read and will certainly make you take a hard look onto where your own sales process is going and if it is of any value or needs major workarounds to be effective.
So far, so good. The real problem comes with the subsequent sections of the book, if you expect this book to give you any sound advice on how to effectively overcome those constraints, better look somewhere else for concrete answers. Boylan presents you a series of strategies designed to change the way you sell and do business, but in a very shallow way; he presents you his ideas, tells you why they work, gives you some examples and success stories but the real recipe, the specifics on the HOW are nowhere to be found, and usually he ends the chapter with something along the lines of "we have been conducting very succesful programs on how to create very compelling value propositions, how to financially present your benefits, etc..., if you want to have a deeper insight onto this go to our web site or contact our company".
If you happen to run into this book on a pulic library or a borrowed one, read it, it will be an entertaining sales read, otherwise don't try too hard to look for it...
This book is a curious case not falling in any of those categories,and let me state clearly why: this book is a 214 page-long pitch intended to convince you that the author's own consulting services business really knows their stuff and the challenges any B2B sales organization face and how his company can be of great help for any midsize or large corporation to overcome them.
The author certainly has a very sharp understanding onto what it really takes to grow your business quick and in a sustainable way, and how to overcome the real limitations in today's business landscape preventing your sales growth; the first section of the book is all about explaining in a very concise and insightful way which are the true constraints preventing you to sell more, faster and more profitable, why it has become increasingly difficult to access real decision makers on prospects and client organizations, demonstrate the value your offerings, products and services bring to the table and why most traditional consultive selling approaches are getting just too outdated. This much is a valuable read and will certainly make you take a hard look onto where your own sales process is going and if it is of any value or needs major workarounds to be effective.
So far, so good. The real problem comes with the subsequent sections of the book, if you expect this book to give you any sound advice on how to effectively overcome those constraints, better look somewhere else for concrete answers. Boylan presents you a series of strategies designed to change the way you sell and do business, but in a very shallow way; he presents you his ideas, tells you why they work, gives you some examples and success stories but the real recipe, the specifics on the HOW are nowhere to be found, and usually he ends the chapter with something along the lines of "we have been conducting very succesful programs on how to create very compelling value propositions, how to financially present your benefits, etc..., if you want to have a deeper insight onto this go to our web site or contact our company".
If you happen to run into this book on a pulic library or a borrowed one, read it, it will be an entertaining sales read, otherwise don't try too hard to look for it...
August 4, 2014
Desde Leader Summaries recomendamos la lectura del libro Los 12 Principios Aceleradores de las ventas, de Michael A. Boylan.
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: marketing y ventas, las mejores técnicas de ventas.
En el siguiente enlace tienes el resumen del libro Los 12 Principios Aceleradores de las ventas, Estrategias para vender, cerrar acuerdos y hacer crecer las empresas más rápido: Los 12 Principios Aceleradores de las ventas
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: marketing y ventas, las mejores técnicas de ventas.
En el siguiente enlace tienes el resumen del libro Los 12 Principios Aceleradores de las ventas, Estrategias para vender, cerrar acuerdos y hacer crecer las empresas más rápido: Los 12 Principios Aceleradores de las ventas
Displaying 1 - 3 of 3 reviews